Selling yourself as a one-man MSP
If your MSP business is a one-man shop, there are a variety of challenges you face that larger MSPs don’t have to overcome. For example, you probably run into some different objections when pitching yourself and your services to prospects,...
Sell or wallow: Which sales path will you choose?
You have heard me talk about the importance of MSPs adding new monthly recurring revenue (MRR) for more than a decade. Adding customers at the right price is key to becoming a World Class MSP. This strategy is more important...
Business planning is more important today than ever
I’ve always been passionate about motivating business leaders to prioritize business planning, but this year, I’m a bit more vocal about the topic than usual (if you can believe it). So many things in our landscape are changing at once:...
Selling co-managed IT: Is it the right fit for your MSP?
Co-managed IT is becoming a popular option among businesses in need of additional IT support, particularly larger ones with internal IT departments. While some MSPs are turning toward co-managed IT services to generate additional monthly recurring revenue (MRR), it’s important to consider the following: The co-managed IT model isn’t the right fit for every MSP,...
The tale of two MSP realities
Over the years, you have heard me talk about the tale of two MSP realities. In one reality, sales and marketing is hard, prospects refuse to pay higher prices, and the market determines your ability to succeed. In the other...
Sales tactics to generate more MRR in 2020
Many IT providers struggle with establishing steady flows of monthly recurring revenue (MRR). Often, the reason this happens is that MSPs fail to follow a disciplined sales process designed to ensure their business is sales-focused, instead of sales-interested. There are...
Selling is hard, so let prospects sell you instead
We all know selling can be hard, so wouldn’t it be great if we didn’t have to sell anymore? While we can’t get rid of selling completely, we can make it easier on ourselves by switching roles with our prospects....
Thinking about contracting out services?
Sometimes it makes sense for MSPs to contract out services. Depending on your goals, going this route could you save time, resources, and money — but it isn’t for everybody. Regarding contracting out services, it’s important to first note the...
Business agreements: what MSPs should know
It’s not a good idea to operate your MSP without having a business agreement in place. If you’ve been working with clients without the right protections in place, today’s the day you should start requiring clients to agree to legal...
Inside sales 101: ‘What do you mean there’s no script?’
We field a lot of questions about inside sales. With regard to inside sales, the top question I get asked is the following one: “Do you have an inside sales script?” Unfortunately, no, I don’t. In fact, nobody in the...